What if the art of soliciting work was less about what you say but more about what you ask? Instead of always focusing on what to say next — talking to yourself rather than truly listening to the prospective client — you would be actively engaged in the process by focusing on client needs.

This and other key points for Psychology and Strategy of Sales are addressed by Shawn McCadden in a recent spot on Remodeling TV. In the short excerpt from his seminar, McCadden points out that a real understanding of sales, understanding “the psychology of this dance that’s going on,” can make a world of difference to your company.

As McCadden summarized, “The questions that you ask will be far more valuable in proving your value — the difference that you bring to the table — than the answers you give.” (more…)

We here at CalFinder know as well as any that there are a wealth of remodeling bloggers cruising the Internet, and we cross paths with quite a few of them at one time or another. With such an overwhelming amount of material to peruse, we find it important to single out those that excel above the rest.

For some time we’ve been keeping an eye on Jonathan Sweet and his remodeling blog, The Sweet Spot. As senior editor for Professional Remodeler, Sweet keeps a close eye on the state of remodeling these days. And he does good work in disseminating not only his opinion of the times and trends, but solid information as well. (more…)